John, the majority owner of hotel Dixie in West palm, offered to sell the hotel to its manager, Ajit, at its book value. This was a once-in-a-lifetime opportunity for Ajit. He quickly lined up an investor. Since hiring Ajit three years ago, the hotel performance had zoomed from forty percent to full occupancy. Ajit, however, […]
It is late afternoon on Friday before the Labor Day weekend. Stacy is wrapping up at work, getting ready to drive to Hershey, PA, for some family fun. Just as she is about to leave, her supervisor hands her an RFP (request for proposal). “Hey, Stacy, please complete this so that customer can review first […]
Understand the environment What kind of situation are you dealing with? Does it promote collaborative behavior or adversarial conduct? It is not always that the other side is poor negotiators. Other factors could influence their stance. In general, long-term relationships, voluntary relationships, private informal setting, emotionally detached from the deal and absence of irritants will […]
Let’s face it. Life is a negotiation. Now, imagine Yourself succeeding every day. When you read Trends, Topics, and Tactics, you learn how to: Bring a protracted bargaining process to a stop with a “close” move. Ask, “What would it take to get this done right now?” Establish the other party’s position and expose any […]
Oh! The winter blues. It is temporary, I promise. While you are waiting for the spring, just shrug off the restlessness and invest in yourself. No, I am not talking about rushing to the gym to develop that chiseled body. I am talking about sharpening your negotiations skills. Do you know that the world’s greatest leaders […]
Strategic Alliances and Joint Ventures In 2005, Thomas L. Friedman wrote the bestseller: The World is Flat: A brief history of the twentieth century. He analyzed the globalization, primarily in the early 21st century. The book raised my curiosity and interest in understanding the dynamics of global economies and their implications. I observed that since […]